Elevate Employee Morale and Business Growth with Flying Squirrels Tickets

Abstract

Sales Script: Ticketing B2B New Sales Call Step 1: PROspect for Qualified Customers Voicemail: Good morning, [prospect name], this is James with the Richmond Flying Squirrels. I work in the ticket sales department and have been helping companies use our tickets to build their business. If you can give me a call back at [phone], I would love to see how we can help you. Again, it’s James at [phone]. Customer picks up: Hello, [prospect name], this is James with the Richmond Flying Squirrels. I work with the ticketing department to help grow local businesses and was hoping you have a few minutes to chat. Gatekeeper: Hi, my name is James from the Richmond Flying Squirrels. I would like to speak with [insert name] about some opportunities to grow the business. They are busy: I completely understand and I know they are busy. What day or time would be best for [name] so that I could have 10 to 15 minutes uninterrupted? Whom do you work for?: I work with the Flying Squirrels, and we use tickets to help businesses accomplish their goals. I reached out to you because I believe [insert business name] is a good fit. I handle the schedule of Mr. / Ms. [prospect name]: Perfect. So you’re the one who really runs things around there! [Insert gatekeeper’s name], I need your help. When would be the best time to get on Mr. / Ms. [prospect name]’s schedule for about 15 minutes? We aren’t interested: I know you probably get calls like this all the time. I promise I don’t want to waste Mr. / Ms. [prospect name]’s time or my own. I know we can help the business because I am working with a ton of similar businesses already. I need only 15 minutes. What do you say? Can you help me? DO NOT Pitch the sale in the introduction: Hi, this is James with the Richmond Flying Squirrels. I was calling to see if you want some season tickets for your business. Forget to introduce yourself: Hi, I’m calling for the Flying Squirrels and we . . . Leave no urgency: Just give us a call whenever you are ready to talk about . . . Take too long in the introduction. Forget to check that the person on the phone is the actual prospect! ______________________________________________________________________________ Step 2: PRObe for Information What are you looking to do right now? What could your business use the most? Any specific response from the business owner: Can you elaborate on that? Maybe I can do something to help. Any response related to people, employees, or human resources: How important is employee morale to your business? What do you currently do to show your employees how valuable they are to you? What trips, events, or celebrations have you done for your employees in the past? Anything related to sales, performance, incentives, or business growth: How important are VIPs, suppliers, or big customers to your business? What do you do to reward or motivate people in your business to perform better? Talk to me about the importance of relationships in your business. Vague response or more information needed: So, tell me more about your business. You’re the expert here, and I’d love to know more about how the industry works. What would you say is the biggest challenge your business faces on a daily basis? If applicable, use a support statement: Wow, that makes so much sense. It sounds like the employees really are the most valuable asset you have. Keep the customer talking: OK, I think I understand, but can you talk a little more about . . . ? Wants: Things that are important to the customer. Be sure to clarify whether they are essential or just important: So, if I am understanding you correctly, you would prefer to . . . It sounds like ___________ is really important. Isn’t that great? I also enjoy . . . Needs: Things that are imperative for the customer. If this need is not met, the customer is uninterested. What are the things that you must have when purchasing your tickets? So, if you bring the entire sales department, it would be 25 people who need tickets? You mentioned the top of your budget is $20,000, so we are going to count out the luxury boxes, which start at $50,000. Is that all right? What is the biggest reason you love coming to games? ___________________________________________________________________________ Step 3: PROvide Solutions Usage or benefit objection: I get it, and if you don’t think these tickets will help you, I don’t want you to buy them. Help me understand: What exactly is the problem you need to solve for your business? Price objection (most common): [Customer name], I completely understand. Obviously, these are quality tickets. Let’s...